Creating new business relationships is not all about selling, but creating value and trust without selling! The traditional selling techniques have become ineffective due to their static nature. I tend to call these sales disciplines stale and obsolete since can’t help you in getting more customers to your business. So you must stop selling and start adding value to your business.
Therefore, if you want to engage in good business practices, create more sales and revenue, and customer satisfaction then you should stop selling and start adding value.
In order to survive in a competitive market, you must change the practice of sales.
I’m not saying you withdraw your focus on the revenue creation goal but recommending the greatest methodologies for generating more revenue by putting your customer’s needs first.
A lot of businesses are complaining about reduced sales and a tough economy so they don’t have money to spend. If you experience the same in your business, it’s not that the customers don’t have money to buy, it is because you’re trying to sell to them instead of adding value. So stop selling and start adding value to avoid these problems.
Good business practices are not about the company, products, or services offered. It is all about meeting the customer’s needs and adding value to them. Pay more attention to your customers and listen to what they are complaining about. With that, you will never complain about reduced revenues.
So what does it mean to add value?
The value should be the information and actionable insights that show the buyers what they can’t find on their own.
You should start showing real examples with better communication and you will have potential customers looking for you!
Ways to add value to your customers and also stop selling
1. Read more information about your industry and the trends that impact buyers
As the company’s representative, you should be able to answer this question without seeking an answer from Google or your company’s home page.
“What things do potential buyers give priority over today (at least highlight three), and what the highly competitive firms are doing to fix that?”
Your ability to answer that question will distinguish you from other salespeople. If you can’t answer that, then you’re not reading enough information about your industry.
Subscribe to industry blogs, customer blogs, and listen to several podcasts about your customers and you will be able to learn more about what the customers actually care about.
2. Put yourself in customers’ shoes and experience their pain
Try to address your customers’ pain points instead of relying on opportunity-based selling. Pain based selling strategy is very effective in winning customers and solving their problems. But for you to use this strategy, you must experience the pain, that is, be the persona you were selling to. If the marketed product doesn’t solve customers’ problems or have actionable insights, trust me, no potential customer will have a second look at your product. You need to stop selling and try to solve the customer's problems and stand up to their expectations.
Therefore, create strategies that will enable you to communicate to your potential customers, solve their problems, educate them, add value to their business, and create opportunities for them without selling to them.
If you care more about meeting your needs rather than the customers’ needs, then it won’t work!
3. Use open-ended questions
Only a few people understand the importance of asking potential customers questions. According to HubSpot research, a lot of buyers think that most of the sellers are pushy.
Asking questions is a valuable strategy for selling. Asking yes/no questions (closed-ended questions) is way better than not asking any question at all.
However, to better understand your potential customers, you need to ask open-ended questions where the customers explain the answers in their own words. Asking an open-ended question will give you insights on what truly matters to the customers. For example, ask questions like ‘what is your opinion on….’, ‘what do you think about ….’, etc.
Using open-ended questions will enable potential customers to open up to you and you can use this information as the backbone of your sales strategy. This way, no selling is involved, the customers have already sold themselves to you on what they want.
4. Be an authority in the products and services you offer
Having superior knowledge about your products and services is the key factor in winning sales conversions. If you keep asking someone else questions or get them to do product demo then your potential customer will start wondering why they’re dealing with you and not the other person.
Your deep knowledge and ability to clearly demonstrate how the product or service works will position you as a valuable resource and the customers will always remember to turn to you even after the sales.
Building your brand authority is very essential for the success of your business.
5. Research, prepare for, and personalize every sales call
Before making any sales call, you should spend at least an hour or two preparing for a call. That’s some minutes prepping for a call discovery, goal setting call, and preparing for a demo call.
Information is power and preparing each call is a way of personalizing your sales. Review the notes from every call and updates from each potential client will make them feel like you build a product solution just for them.
6. Focus on potential buyers, not prospects.
Though the business is all about bringing more revenue, you shouldn’t waste your time on those who are not committed to changing their business. Signing up for a customer who shouldn’t have become the customer can affect your revenue. You just don’t sell to anyone you need to set higher standards that will ultimately lead to more sales deals, accurate forecasts, increased customer retention, and more referrals.
In today’s market, nobody likes to be sold something. Customers need value for their money and that’s why before they buy from you, they need to know whether you care for their needs or not. And for you to know their needs, you need to know one or two things about them.
So before coming up with any sales model, you have to take a step back and examine your current customers’ needs and come up with the steps to meet them. Otherwise, you can’t solve a problem you don’t understand.
Always aim at helping your customers to meet their needs. In the end, it will help you build brand equity and increase revenue. If you don’t engineer all your strategies around your potential customers, then they will disappear. So don’t be any other seller in the market, become a trusted advisor.